IT Sales & Analytics

This four course module uses shared business cases and a shared knowledge base that are accessible throughout the certificate program, allowing students to review material from courses that they have completed and providing an integrated perspective to business solutions. Course delivery and material include online lectures accessible over the Internet, threaded discussions, online chat in real time and case analyses as each course has the same user interface, all courses have the same look and feel allowing students to move seamlessly from course to course.  

The graduate certificate in IT Sales & Analytics will help to prepare students with technology backgrounds into careers with effective sales and management roles within technology companies. Martin Tuchman School of Management has been collaborating with Erik Gaston, Field CTO of AppDynamics (a Cisco company) and board member of MTSM to develop a sequence of courses that best represents the skills needed to be effective in a modern IT sales environment. 

Who is suited for this program? 

Today’s market has high demand for technology products. With SaaS (software-as-a-service) products becoming widespread in the industry the need for high quality sales people with STEM backgrounds has risen. This skill set includes not just the ability to sell a product, but also the ability to articulate the value of the product in the context of an organization. This requires fundamental understanding of organizations life cycle, culture, capacity, and industry to show how a product can provide that value.

The world of IT sales is ever-expanding one that is well suited for those with the technical aptitude are willing to work in a rapidly changing world and who are financially motivated. The technology industry has risen in prominence in recent years, with sectors like FinTech, EdTech, and others raising the profile of tech businesses and creating a new demand for tech roles.

Students that complete the certificate should anticipate the skills and knowledge to pursue careers in sales with a specific focus on technology companies. This certificate will give students an advantage in the IT industry over more traditional sales programs.

What are the Required Courses?

* denotes also available online

What will I learn?

• The legal and ethical responsibilities of managers. Analyzes extent to which shareholders should be allowed to exercise their legitimate economic, legal, and ethical claims on corporate managers; extent of regulation of a particular industry, individual rights of the employee and various corporate interests, and corporate responsibility to consumers, society, and conservation of natural resources and the environment.
• IT service management, a set of specialized organizational capabilities for enabling value for customers in the form of IT services. ITIL, a globally recognized framework of best practices for IT service management is covered in some detail, along with other approaches for IT service management. ITIL key concepts, the ITIL service value system, the service value chain, the four dimensions of service management, ITIL guiding principles and ITIL management practices. ITIL is presented in the context of a specific organizational services domain.
• The promotion and sales of products in the business-to-organization market. All elements of the marketing communications mix are covered according to their importance in that market: selling, sales promotion, trade advertising, and publicity. The latest techniques are reviewed and discussed using case histories and student projects. Issues of global competitiveness, high technology products, and the role of total quality management in marketing communications are emphasized.

Why study IT Sales & Analytics at NJIT?

The graduate certificate’s directed focus allows you to dig deep into this specific topic, and immediately apply your knowledge. It is possible to earn this certificate entirely through online courses, so you can more easily fit it into your busy life. And whether you take courses online or on campus you’ll learn from NJIT’s distinguished professors and instructors from the Martin Tuchman School of Management.

Prerequisites

Completion of a Bachelor’s degree with a overall cumulative Grade Point Average of 2.8 or higher on a 4.0 scale.
GRE or GMAT; minimum score of 500 or equivalent GRE score. Applicants with a minimum GPA of 2.8 from a U.S.-based research institution and candidates with a Master's or Ph.D. degrees from a U.S. or Canada-based accredited program may qualify for a GMAT or GRE waiver

Related Degree Programs

Students that complete the IT Sales and Analytics certificate can count the four courses of graduate credit as part of the NJIT MBA program. MTSM will also include the certificate as a concentration in the program.

Take Note

Check the course descriptions for more information. Some courses have prerequisites and must be taken in order.

Faculty Advisor: Benjamin Manyindo